Excellent Client Relationship Management in Advisory Selling

EXCELLENT CLIENT
RELATIONSHIP MGMT. IN
ADVISORY SELLING
Soegeng Priyono
Founder of DevOne Advisory Co.
Jan 2016
©DevOne 2016. All rights reserved.

WHY COMPANY BUY
ADVISORY SERVICES?

➤ To leverage external expertise, experiences
➤ To accomplish project objective in a faster and better
way
➤ “Guaranteed Result” / Assurance
➤ Ability to deliver (deﬁnite SOW, deliverables, fee, and
timeframe) with penalty in case of delay
➤ Scale, magnitude, and hi-complexity of project
➤ Legitimation
➤ Endeavour that no one has ever done it before

WHAT DOES IT TAKE FOR YOU
TO SELL THE SERVICES?

➤ Your company must be perceived as the expert; the very
experienced - “been there done that many times”
➤ Client conviction that your company can deliver; will not
runaway from risk; and ﬁnancially capable
➤ Suﬃcient pool of resources
➤ Brand Image
➤ etc.
Above all of the above, you must posses Finesse in
Account Relationship Management

WHY ACCOUNT RELATIONSHIP
FINESSE IS VERY CRUCIAL?

➤ Client only share information when they are comfortable with you
➤ Real client needs can only be grasped early on by smart account
relationship manager. When it is out at media, very likely it is already
too late for you.
➤ Better yet, help your client to conceive the needs way before your
competitors think about it.
➤ Moment of Truths are mostly revealed in informal situations, e.g.
huddling, get together, happy hour, etc. Not in formal meetings.
➤ Keep in mind a simple approach:
Discover -> Define -> Confirmed -> Deliver
➤ Build a strong, well defined Value Proposition to address the client’s
needs
➤ TRUST is Key !

Define
Deliver
Discover
Confirm
Discovering
opportuni0es to help
your clients succeed
Deliver what you
promised to delievr
Confirm whether
your understanding
is correct
Define your client’s
needs and your value
proposi0on to
address it

ESSENTIALS YOU MUST
EQUIP YOURSELF WITH

➤ Excellent interpersonal skills and strong self conﬁdence such
that can liaise with Key Decision Makers smoothly.
➤ Excellent business acumen!
➤ Work hard and smart to become a Conﬁdant to Key Decision
Maker (s)
➤ Very good at doing professional groundworks:
➤ Do Account Planning at end of the year for the following
year, and update it regularly
➤ Imagine “SCUBA Diving Venture: long and tedious
preparation for only 30-40min of diving”
➤ Research, research, research —-> business intelligence!
Where is the technical competencies??

Selling
Performing/
Delivery
New Entrants
PRODUCT Co.
RESPONSIBILITY MODELS
Selling
Performing/
Delivery
Trainee
Partner/
Director
Associate
Cons
Manager
New Entrants
ADVISORY Co.

EXCELLENT B2B BUSINESS
DEVELOPER IS LIKE A GOOD HUNTER
RATHER THAN A STORM TROOPER

The Good Hunter
1. THINK and DECIDE the
Target Animals,

2. Choose the Hunting Field,

3. Prepare The Right Weapon
and Ammunition,

4. Spot the Animal,

5. Take A Good Position,

6. Focus on target,

7. SHOOT !!

8. Bring the Animals Home.
©DevOne2015. All rights reserved.

Simo Häyhä
Simo "Simuna" Häyhä (Finnish
pronunciation: [ˈsimɔ ˈhæy̯hæ];
December 17, 1905 – April 1,
2002), nicknamed "White
Death" by the Red Army, was a
Finnish marksman.

Using a Finnish version of the
Mosin–Nagant riﬂe in the Winter
War, he killed at least 505 men,
the highest recorded number of
conﬁrmed sniper kills in any
major war.

Vasily Zaytsev
(23 March 1915 – 15 December
1991) was a Soviet sniper and a
Hero of the Soviet Union during
World War II.

Between 10 November and 17
December 1942, during the
Battle of Stalingrad, he killed
225 soldiers and oﬃcers of the
Wehrmacht and other Axis
armies, including 11 enemy
snipers.

The Bad Hunter
1. Prepare the hunting gear as usual,
with No Speciﬁc Target in mind,

2. When OVERHEARING that in nearby
forest there are Big Animals, they get
very EXCITED and mobilize the whole
troops to go hunting,

3. They BEAT AROUND THE BUSH,

4. Whatever come out they shoot or
beat to death with weapon they
happen to carry,

5. Very loud and noisy, and

6. Sometime even forget to bring the
animals home.

It doesn’t matter how many resources you have.
If you don’t know how to use them, it
will never be enough

Excellent Client Relationship Management in Advisory Selling

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